Breaking the Status Quo - Joe Terry @ Forrester's Technology Sales Enablement Forum

Breaking the Status Quo Barrier Convincing your prospects to do something different © 2011 Corporate Visions, Inc. All rights reserved. Corporate Visions, Power Positioning and Be Different. Where It Counts. Your Message. are registered trademarks or trademarks of Corporate Visions, Inc. All other trademarks are the property of their respective owners.

Make the Status Quo Unsafe“Change in people only comes when survival instincts trump comfort zone instincts.” Dr. Gertmenian (Dr. G)

A decision to change New Brain Designed for Analysis Old Brain Designed for Survival Decision-Making Engine

Joe Terry Chief Executive Officer Corporate Visions, Inc. @JoeTerry58jterry@corporatevisions.com

Today YOU will learn why… Value Propositions Fail Solution/Value/Customer Centric Selling doesn’t workYour Competition isn’t who you think it is

Value Propositions Failure to Create Impact Only 14% of “benefits/value” 14% promoted created impactRelevant to YourProspect 86% Created NO Impact! Unique to You

You 60% Status QuoProspectEngages Why Us? Them

65 % Buying Vision 35 % Bake-Off You 60% Status Quo St Prospect EngagesWhy Change? Why Us? Yes#1 Yes#3 Why Now? Yes#2 Them

Y Status Quo Barrier Y BREAKING THROUGH

Risk/Loss Aversion Incumbent Advantage StatusAttention Scarcity Quo Barrier Change Burden

What was the difference?Bill James Billy Beane

Customer Conversation System Market Demand Solution Up-Sell Executive Makers Creation Presentation Cross-Sell Retain Vision Renew Great Conversations Messages Tools SkillsMarketing Sales 3rd Party ROI

Independent 3rd Party Documented Results With World-Class Companies

Distinct Point of ViewGrabber Impact Proof Pain ContrastWhy Change? Why Now? Why You?

YOU saw why… Value Propositions Fail Solution/Value/Customer Centric Selling doesn’t workYour Competition isn’t who you think it is

MARKETING & SALES MESSAGING CONFERENCE hosted by Corporate Visions CHICAGO SEPT 18-20conference.corporatevisions.com

Distinct Point of View

Your ChallengeWhy Change Why Now? Why You?

Breaking the Status Quo - Joe Terry @ Forrester's Technology Sales Enablement Forum

by Corporate Visions, Inc.

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Breaking the Status Quo - Joe Terry @ Forrester’s Technology Sales Enablement Forum Presentation Transcript